Sales Management

by Robert J. Calvin

A sales force is no better than its management—and Sales Management supplies the tools sales executives need to inspire their sales forces to increase productivity through improved customer service, equitable compensation plans, e-Commerce, sales force automation, and more. It explains how to make heroes out of a sales force by understanding and taking advantage of both the micro and the macro of sales and sales management and determining the best methods for organizing, deploying, and motivating today’s changing sales force.

Genres: Nonfiction

251 pages, Hardcover

First published December 12, 2000

Reviews

[Lori Grant]

A must-read book on sales and selling techniques for knowledge workers, managers, executives, and entrepreneurs.